Direct-to-employer drug models: From niche access model to channel strategy

September 1, 2026
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Is direct-to-employer the next evolution of your channel strategy?

In the last year, direct-to-employer (DTE) models have emerged as a new channel strategy, marking a notable shift in pharmaceutical commercialization. By enabling employers to offer and acquire therapies directly from manufacturers at transparent, net prices, DTE addresses growing demand for pricing transparency, cost predictability, and alternative purchasing models. Initially catalyzed by the rapid growth of GLP-1 therapies, DTE is now evolving beyond obesity into a broader commercialization approach for specialty pharmaceuticals, biologics, biosimilars, and other high-cost therapies as manufacturers seek to diversify beyond traditional PBM-driven channels.

This white paper examines the progression from direct-to-patient (DTP) to direct-to-employer (DTE) models and the market forces accelerating this evolution. It explores why employers and manufacturers are increasingly evaluating employer-direct contracting, the characteristics that make therapies strong candidates for DTE, and the emerging opportunities extending beyond GLP-1s into specialty therapies and biosimilars. The paper also outlines the strategic, operational, and channel considerations manufacturers should evaluate when determining where DTE can improve pricing transparency, expand patient access, and support long-term commercialization strategy.

In this white paper, you’ll discover:

  • How DTE has evolved from direct-to-patient (DTP) models into an emerging commercialization and channel strategy.
  • The market forces driving employer-direct access, including growing demand for pricing transparency and cost predictability.
  • Which therapies may be best suited for employer-direct contracting.
  • Why specialty therapies, biologics, and biosimilars could represent the next wave of DTE opportunities.
  • The strategic and operational considerations for building a successful DTE model, from contracting and access to fulfillment and patient support.

Why download this white paper?

As employers demand greater pricing transparency and manufacturers seek to diversify beyond traditional PBM-driven channels, direct-to-employer (DTE) is emerging as a strategic commercialization pathway. This white paper provides a practical framework for evaluating employer-direct opportunities, identifying therapies best suited for DTE, and assessing the commercial, operational, and channel considerations required for successful adoption.

Download the white paper to explore how direct-to-employer models are reshaping pharmaceutical commercialization.

Download the white paper now

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Fill out the form below to express interest in discussing the DTE Readiness Assessment, your organization’s priorities, and how DTE may fit within your broader access strategy.

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Meet the Experts:

Brian Torres
Brian Torres
Senior Partner, Patient Access and Support Practice Lead

Brian’s strong strategic and client engagement skills enable him to lead complex projects and support senior clients with their most difficult business decisions. Brian practices a team-centric approach, with a focus on building strong, collaborative teams that can quickly flex to deliver on pressing client needs.

Sureka Gattu
Sureka Gattu, PhD
Principal

Dr. Sureka Gattu combines her scientific expertise with her business acumen to help companies navigate complex regulatory landscapes and bring innovative therapies to market. She founded Iyalisai Biotech Consulting, to support pre-commercial stage companies with effective evidence generation strategies, regulatory submissions, and payer marketing.

Evan Aftosmes
Evan Aftosmes
Manager, Patient Access and Support

Evan Aftosmes is a Manager at Acumetis with expertise in innovative access strategies across immunology, cardiometabolic, and rare disease. He partners with biopharmaceutical manufacturers to design patient-centric access models, evaluate novel stakeholder partnerships, and address evolving payer, provider, employer, and patient needs. Prior to Acumetis, Evan worked in HEOR and market access reimbursement within the medical device industry. He holds an MPH from the UNC Gillings School of Global Public Health and a BS in Economics from the University of Pittsburgh.

Amith Shetty
Senior Consultant

Amith Shetty has a strong foundation in market access strategy, market research, and competitive intelligence. He has led projects evaluating pricing and reimbursement potential, generating payer insights, and shaping value communications across global markets and therapeutic areas, including oncology, rare disease, and vaccines. He holds a PharmD from Thomas Jefferson University, and a bachelor’s degree in biology from the University of Delaware.

Samuel Lin
Consultant

Samuel Lin brings deep expertise in commercial market access and strategic planning across both U.S. and EU markets. Over the course of his career, he has supported product planning from early through late stages, developed evidence generation strategies, and shaped pricing and reimbursement approaches for clients spanning oncology, immunology, and cardiometabolic diseases. He holds a PharmD from the Philadelphia College of Pharmacy at Saint Joseph’s University.

Saransh Maheshwari
Consultant

Saransh Maheshwari supports patient services and market access initiatives at Acumetis. Prior to joining the firm, he worked in health plan consulting focused on Medicaid strategy. He has additional experience in hospital operations, clinical research, and medical device commercialization. He holds a Master of Health Administration from the University of Pittsburgh and a bachelor’s degree in biology from Indiana University of Pennsylvania (IUP).

FAQs on direct-to-employer

1. What is a direct-to-employer (DTE) drug model?

A direct-to-employer (DTE) drug model enables employers to offer and acquire therapies directly from manufacturers at transparent, net prices. As manufacturers seek greater control over pricing and access, DTE is emerging as a commercialization pathway that works alongside traditional PBM channels while providing employers with greater pricing transparency and predictability.

2. Why are pharmaceutical manufacturers exploring direct-to-employer commercialization?

Manufacturers are evaluating direct-to-employer commercialization as pricing pressures increase, employer demand evolves, and reliance on traditional PBM models continues to be challenged. DTE offers an opportunity to improve pricing transparency, strengthen employer relationships, expand patient access, and diversify channel strategy.

3. Which therapies are best suited for a direct-to-employer strategy?

According to the white paper, therapies with high employer spend, significant gross-to-net spread, inconsistent coverage, and complex access pathways are strong candidates for DTE. Beyond GLP-1s, opportunities are emerging across specialty pharmaceuticals, biologics, biosimilars, and other high-cost therapies where employers seek greater cost predictability.

4. How can manufacturers determine if a product is ready for a direct-to-employer model?
Manufacturers should evaluate employer demand, access barriers, channel economics, pricing dynamics, and operational readiness when considering a DTE strategy. A structured assessment can help determine product fit, identify commercialization opportunities, and evaluate the infrastructure needed to support a successful employer-direct model.